Appendix State of Sales 53 Top Sales Teams Turn to Tech and Training With rapid change in the marketplace, sales training allows teams to be more agile and meet the customer at every turn. Here we see the percentage of sales professionals who rate their sales team’s capabilities as outstanding or very good in the following areas by business type. Percentage of Sales Professionals Who Rate Their Sales Team’s Capabilities as Outstanding or Very Good in the Following Areas by Business Type Total 55% 62% 58% Sales training processes/effectiveness 42% 53% Configure, price, quote (CPQ) process (i.e., configure complicated 59% product offerings, price them correctly, and create fast and 48% accurate quotes based on that information) 48% 46% 51% Predictive intelligence (i.e., using data to recommend next steps, 46% help make insightful decisions, and alert sales to relevant insights) 37% 48% 52% Process automation (i.e., technology used to automate 48% sales-related tasks like data entry, report generation, etc.) 40% B2B2C B2C B2B Salesforce Research